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Power Words: Angela Leach's Guide to Scripting Real Estate Wins | Angela Leach - 038
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As things in our industry shift, the words we use matter more now than they ever have. In this episode of Realestatable, Tiffany and Ashlee interview the amazing Angela Leach about her modern, authentic take on scripts. Listen in to hear the inside scoop on the scripts Angela and her team will be using in 2024!
Angela’s Modern, Authentic Scripts
She learned her scripting style from Danny Burgess, especially using short, simple scripts that slip easily into conversations.
Her scripting style is very modern. She focuses on sounding conversational and relatable.
Scripts for Gathering Info and Following Up
At an open house, she waits until people have gone through the house before starting a conversation with them. Then, she begins building a relationship.
Rather than asking, “Do you have a realtor?” Angela asks, “Who is your realtor?” Only ask these questions once your rapport is established!
Right after an open house, she follows up with a short video reintroducing herself, thanking people for coming through, and offering them the disclosures for that open house or information about other houses in the area.
The next day, she often sends a text message unrelated to real estate - like a list of restaurants or parks in the area the open house was in.
Scripts for Buyers’ Agents
Buyers’ agents need to craft and perfect their buyer presentations and buyer packets. Agents need to walk potential clients through the value they would receive as clients so they understand what they’re paying for.
“Are you up to date on the NAR settlement going forward? All buyers will need to sign an exclusive agreement with an agent in order to even see a home or submit an offer.” – Don’t assume they know what’s going on with the NAR settlement.
Following an objection: “This agreement formalizes our relationship so that I can get started working for you. The cool thing is that it can be canceled at any time, although nobody has canceled an agreement with me before. This agreement outlines my fiduciary responsibilities to you and is a symbol of our commitment to work together, similar to giving your spouse a wedding ring.”
If buyers ask you to lower your commission: “No, this fee actually covers all the services we just talked about. And most of the work happens after we get the contract. I don't get paid if you don't get the home.”
How to Prospect for Listings
Connect with your sphere of influence. Keep up with people consistently and maintain your relationships so people think of you when someone they know needs to list their home.
Use mailers in your area. These need to be consistent so that people get used to seeing your name. Make sure you’re including information about local events so people are excited to read them.
Social media is a great strategy. Make videos that offer value to sellers and buyers - helping them sell their homes quickly, get higher offers, etc.
“Stick to just three prospecting techniques. If you’re spreading yourself too thin, you’re not going to get as many buyers or sellers.” – Angela Leach
“It really is just practicing your buyer consultations as you would your listing consultation, because you don’t want to go in and practice on those buyers.” – Angela Leach
Resources
Have questions about how to succeed in today’s real estate climate? Want further insights from a recent episode? Or maybe you just want to keep it real and connect with us! Either way, head over to www.realestatable.com/contact to book a one-on-one with us, and we’d be happy to answer any questions that you might have.
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Show Credits:
Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.
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